Product Pitch to Sales Play : 판매로 이어지는 프로덕트 고객 설득

아티클 'Product Pitch to Sales Play'(바로가기🔗)을 읽고 
'팔리는 프로덕트를 위한 PM의 할 일'을 정리해본 글임을 서두에서 밝힙니다.

 

Summary of Article

• Not enough with announcements of newly launched product
• A process that goes beyond sharing information = Product Manager's Role in the Early Stages

=> In a face-paced organization, PM get actively involved(= preparing sales-focused) in the deals

• What do they have to do then?
  • Use case overview: why certain customers can use your product
  • 1 pager qualification: how to tell if a deal in the pipeline is with your target customers
  • Battlecard: explaining your product's unique value proposition

 

Key Point of PM's Role (w. 실무역량 키워드 정리)

1. Product Messaging: how the product meets the customer's pain points
   = 문제정의/기획
2. Sales training on the use cases: sales playbooks that help sales handle the initial customer conversations
   = 사용자 시나리오 기반 세일즈 설계
3. Deal visibility: central place such as a CRM to track deal progress and metrics
   = 시장(고객) 반응 가시화(정량화) 및 성과지표(KPI) 추적 
4. Track enablement progress: progress benchmarks on sales enablement
   = 세일즈 팀의 역량 향상